Manager, Sales Development - EMEA

As a Sales Development Manager, you will lead and scale the business development function to drive pipeline generation for frontier AI products. This involves building and managing a high-performing team of 8-12 BDRs, optimizing lead management processes, and collaborating with sales leadership to align pipeline generation with revenue goals. You will establish KPIs, create training programs, and drive adoption of sales tools to improve efficiency, playing a critical role in scaling the go-to-market engine during hypergrowth.

Must Have

• Lead and scale a team of 8-12 BDRs
• Partner with sales leadership to align pipeline generation with revenue targets
• Establish and track KPIs for lead quality, conversion rates, and pipeline contribution
• Create comprehensive training programs and career development paths for BDRs
• Collaborate with marketing to optimize lead quality and campaign effectiveness
• Drive adoption of sales tools and technologies (Salesforce, HubSpot, SQL)
• Own Pipeline Reviews with sales leadership
• Manage relationships with cross-functional stakeholders
• Build scalable processes
• Coach and mentor BDRs on prospecting strategies, qualification techniques, and career development
• 2-5 years of experience managing BDR teams in high-growth SaaS or technology companies
• Proven track record of building and scaling successful BDR teams
• Strong analytical skills with experience using data to drive decision-making
• Experience with Salesforce, HubSpot, and sales analytics tools
• Demonstrated ability to develop and implement effective sales processes
• Excellent communication and leadership skills
• Bachelor's degree or equivalent work experience

Good to Have

• Experience managing teams in AI/ML or developer-focused companies
• Background in both inbound and outbound lead generation strategies
• Track record of developing BDRs who successfully transition to AE roles
• Experience building teams from scratch in early-stage companies
• Experience in API-first or consumption-based business models

Perks & Benefits

• Competitive compensation and benefits
• Optional equity donation matching
• Generous vacation
• Parental leave
• Flexible working hours
• Lovely office space
• Visa sponsorship

About Anthropic

Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.

About the role

As a Sales Development Manager, you'll lead and scale our business development function to drive pipeline generation for our frontier AI products. You'll build and manage a high-performing team of BDRs, optimize our lead management processes, and collaborate closely with sales leadership to ensure alignment between pipeline generation and revenue goals. This is a critical role in scaling Anthropic's go-to-market engine during a period of hypergrowth.

Responsibilities:

• Build, lead, and scale a team of 8-12 BDRs focused on both inbound lead management and strategic outbound prospecting
• Partner with sales leadership to align pipeline generation with revenue targets across Startup and Enterprise segments
• Establish and track KPIs for lead quality, conversion rates, and pipeline contribution
• Create comprehensive training programs and career development paths for BDRs
• Collaborate with marketing to optimize lead quality and campaign effectiveness
• Drive adoption of sales tools and technologies (Salesforce, HubSpot, SQL) to improve team efficiency
• Own Pipeline Reviews with sales leadership - covering top of funnel health, conversion metrics, outbound progress, and marketing support / follow-through
• Manage relationships with cross-functional stakeholders including sales, marketing, and operations
• Build scalable processes to support Anthropic's rapid growth
• Coach and mentor BDRs on prospecting strategies, qualification techniques, and career development

You may be a good fit if you have:

• 2-5 years of experience managing BDR teams, preferably in high-growth SaaS or technology companies
• A proven track record of building and scaling successful BDR teams
• Strong analytical skills with experience using data to drive decision-making
• Experience with Salesforce, HubSpot, and sales analytics tools
• Demonstrated ability to develop and implement effective sales processes
• Excellent communication and leadership skills
• Experience in API-first or consumption-based business models preferred
• A Bachelor's degree or equivalent work experience

Strong candidates may have:

• Experience managing teams in AI/ML or developer-focused companies
• Background in both inbound and outbound lead generation strategies
• Track record of developing BDRs who successfully transition to AE roles
• Experience building teams from scratch in early-stage companies

Logistics

Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.

Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed. Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.

How we're different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

Come work with us!

We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process